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Regional Head, SAP Human Experience Management (HXM) Greater China

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Date: Feb 2, 2021

City: Shanghai, 31, CN

Company: SAP

Requisition ID: 274373
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Executive
Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

 

ROLE DESCRIPTION:

We are looking for an experienced and dynamic leader to serve as the Regional Head. This second level leader will have responsibility for customer success and directly contribute to the regional revenue for the SAP HXM.  The primary purpose of the leader is to liaison between Greater China and global; and to build world class sales capability which will spearhead the SAP HXM growth in this fast-growing market.  Our growth and success are based on our customer’s success, so a passion for owning and driving the complete customer life cycle is critical.

 

The HXM Head will help design and develop the SAP HXM business plan and methodologies, as well as importing his/her own knowledge and experience of the key accounts in the Region. 

This is a strategic hire and the candidate has a key role to play in the SAP Customer Success Greater China leadership team. The HXM Head will build up the capability and must ensure that all efforts are focused on improving commercial performance in the region (business plan, route to market, operational excellence, clients). Clearly this individual must be equipped to play a significant role in representing SAP HXM to the customers. The key attributes as a Regional leader:

 

GM Capabilities - ability to develop and execute a detailed and holistic strategy for the HXM in this specific market; view of role as a “Managing Director” of the HXM in the market

 

Content – deep understanding of solution portfolio and competitive positioning; thought leadership both internally and externally

 

Ambition – development potential significantly beyond the role and mutual expectation that a successful assignment would enable a significant career step afterwards

 

Leadership – seniority and gravitas at least on the level of the industry leaders; ability to attract talent and to develop a strong personal brand internally and externally; “rainmakers” capabilities for “Tier 2” deals

 

Emotional Intelligence – strong perseverance and excellent communication skills; ability to deal with ambiguity and navigate in our complex matrix environment

 

We work in a heavily matrixed environment.  Collaboration and consideration of the broader good for our customers, our colleagues, and our business is a key attribute.  Working in a matrix where control is not always direct, and communication is key is very important.  Trust and transparency will drive how well the SAP HXM team stays aligned to the regional goals and initiatives.

 

EXPECTATIONS AND TASKS:

  • Serve as a key member of the SAP Customer Success Greater China leadership team.
  • Clear understanding and passion for managing the complete customer life cycle in a cloud-based business.
  • Build a network of executive relationships across industry, community and business groups, and with key partners and customers.
  • Stay abreast of issues impacting businesses - in particular those important to procurement, supply chain, and finance.
  • Capable of developing solid references that are willing to share their success publicly.
  • Represent Greater China to run weekly global forecast call.
  • Design and develop an adequate business plan for the region.
  • Manage communications from Data Center operations.
  • Manage the Customer Success communications and escalations.
  • Engage in C-level discussions with top customers.
  • Drive the communication with Development of localization and enhancement priorities.  
  • Inspire and influence internal stakeholders, experts and other resources not under direct control, help remove obstacles and aiming goals achievement.
  • Facilitate alignment and effective communication within sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction.
  • Effectively manage remote resources, dedicating quality time and leveraging company’s resources.
  • Embrace Learning Organization proposal and requirements, leveraging SAP’s available tools and supporting people training initiatives.

 

WORK EXPERIENCE:

  • The ideal candidate must be an accomplished senior leader, with sound reputation with consistent successful track record in achieving stretch goals
  • This is a hyper-growth business.  Experience in leading the way in that environment is crucial
  • A profound market understanding in strategic and consultative sales, with the ability and credibility to engage the client’s “C-Suite” and winning their trust and delivering results for them.
  • Knowledge of the market and personal network to develop and execute an effective long-term sales strategy and plan in the region.
  • Well-developed strategic skills to drive Sales and Marketing and go-to-market improvement.
  • Has experience in growing a business in a relatively short timeframe and with aggressive growth targets; proven track record to build a team and capability.
  • Demonstrated ability to work effectively within complex organizations with the knowledge of how to successfully navigate issues with imaginative and winning solutions

                                 

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

  • Strong intellectual capabilities to take business and strategic leadership.
  • Sound entrepreneurial attitude.
  • Extensive hands-on management experience.
  • Demonstrated ability to win others and to align with peers and colleagues across a large territory.
  • Is organizationally agile; can navigate a complex organization to reach a goal or objective.
  • The success of the candidate is dependent on the ability to influence people. Strong communications skills and proven leadership experience are pre-requisites.
  • High potential to further grow and develop within the organization.

 

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: hrdirectamericas@sap.com, APJ: hrdirectapj@sap.com, EMEA: careers@sap.com). Requests for reasonable accommodation will be considered on a case-by-case basis.

Successful candidates might be required to undergo a background verification with an external vendor.

Additional Locations: Virtual - China


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